Sr Manager/Director, Channel Sales & Distribution Performance - Fire Service

MSA, The Safety Company • $120K — $150K *

US-AnywhereRemote in United States

Manufacturing & Automotive

8 - 10 years of experience

Today

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Job Overview by Ladders

Qualifications

8-12+ years of experience in channel/indirect sales leadership
Proven experience managing distributor and/or dealer networks
Demonstrated success in improving channel partner performance and accountability
Experience leading structured partner management processes including QBRs and scorecards
Background in industrial, safety, fire service, or related B2B markets
Bachelor's degree in related field
Preferred: Master's degree in related field

Responsibilities

Own performance of the Fire Service channel and drive revenue growth
Enhance partner productivity through defined KPIs and performance reviews
Identify and rectify performance gaps among partner networks
Manage and optimize a network of channel partners across North America
Collaborate with sales and field teams for channel execution consistency
Utilize analytics to assess and improve channel performance
Establish structured cadences for partner engagement and reporting

Benefits

Remote work opportunity
Professional development support
Collaborative team environment
Access to industry-leading tools and metrics
Potential for performance-based incentives

Full Job Description

Overview

Responsibilities

The Sr. Manager/Director, Channel Sales & Distribution Performance is responsible for driving revenue growth and partner productivity across the Fire Service business through a network of distributors across the U.S. and Canada.

This role owns the performance, structure, and effectiveness of the channel-ensuring the right partners are in place, expectations are clear, and results are consistently delivered. The Director will operate as a hands-on leader, actively managing partner performance, strengthening accountability, and improving overall channel execution.

Key Responsibilities

Channel Ownership & Growth

Own performance of the Fire Service channel, including revenue growth, market share, and partner productivity
Drive growth by improving channel coverage, increasing partner output, and expanding within existing accounts
Translate business objectives into clear, actionable channel priorities with measurable outcomes

Partner Performance Management (Core Focus)

Drive performance across distributors, dealers, and partner reps through:

Defined KPIs and performance scorecards
Regular business reviews (QBRs/MBRs)
Structured performance management and accountability

Identify performance gaps and take action to improve results, including partner development, escalation, or replacement
Balance strong partner relationships with clear expectations and measurable outcomes

Distribution Network Leadership

Manage and optimize a network of channel partners across the U.S. and Canada
Ensure effective territory coverage, partner alignment, and clear roles within the channel
Evaluate and refine the channel structure to support growth and customer access

Field Execution & Alignment

Partner closely with sales and field teams to ensure consistent execution through the channel
Ensure adoption of pricing strategies, promotions, and go-to-market programs by partners
Align internal teams and partners around shared priorities and execution plans

Channel Analytics & Insights

Use data to assess partner performance, pipeline health, and coverage gaps
Develop and execute plans to improve underperforming areas of the channel
Provide clear visibility into channel performance, risks, and growth opportunities

Operating Discipline & Process Rigor

- Establish and maintain a structured cadence for partner engagement, forecasting, and reporting
- Drive consistency and accountability in channel management processes
- Improve visibility into channel performance through standardized tools and metrics

Qualifications

Required

8-12+ years of experience in channel / indirect sales leadership
Proven experience managing distributor and/or dealer networks (not just direct sales teams)
Demonstrated success improving channel partner performance and accountability
Experience leading structured partner management processes (QBRs, scorecards, performance plans)
Background in industrial, safety, fire service, or related B2B markets

Preferred

Experience optimizing or restructuring a channel network
Experience working within multi-tier distribution environments
Track record of improving underperforming partner networks
Strong analytical capability with ability to translate insights into action

Education Required:

Bachelors degree in related field.

Education Preferred:

Masters degree in related field.

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About MSA, The Safety Company

MSA, The Safety Company Careers

Join the dedicated team at MSA, The Safety Company, a global leader in the development, manufacture, and supply of safety products that protect people and facility infrastructures. MSA is recognized for its commitment to innovation, quality, and service.

Explore Job Opportunities

MSA, The Safety Company offers a variety of job opportunities that cater to a range of skills and professional interests. Each position at MSA is designed to contribute significantly to the safety and protection of lives at work and beyond.

Professional Growth and Employment Benefits

MSA, The Safety Company is committed to the professional growth of its team members. The company supports career advancement through leadership training programs, diversity initiatives, and continuous learning opportunities. Employment at MSA comes with competitive benefits, fostering a culture that values health, well-being, and job satisfaction.

Internship Programs

For those starting their careers, internships at MSA provide invaluable industry experience and a chance to develop essential skills in a real-world setting. Interns at MSA, The Safety Company work on projects that matter, gaining knowledge and expertise that are crucial for future employment.

Innovation and Leadership

At MSA, innovation is at the core of everything they do. The team is encouraged to lead with creativity and embrace new ideas that drive the industry forward. MSA’s leadership is deeply involved in ensuring that every team member has the resources and support needed to innovate.

Culture of Diversity and Inclusion

The culture at MSA, The Safety Company is built on a foundation of diversity and inclusion. Every team member’s unique background and perspective are valued, contributing to a richer, more creative, and productive work environment.

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MSA, The Safety Company encourages its employees to engage in professional networking and career development activities. These opportunities enhance their skills and connect them with professionals across the industry, opening doors to new career possibilities.

Hiring Process

The hiring process at MSA, The Safety Company is thorough, ensuring that both the company and its potential employees are a perfect match. Candidates who submit their resume and pass the initial screening will be invited for an interview to discuss their experiences and career aspirations.

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MSA, The Safety Company is looking for passionate, curious, and innovative individuals to join their team. Explore open positions that match your skills and interests on the MSA Careers page. Discover how your expertise can contribute to a safer world.

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